# Sr. Staff BD Account Executive - Autonomy Specialist

**Company:** [Shield AI](https://hotfix.jobs/companies/shield-ai)
**Location:** Tokyo, Japan, Taipei, Taiwan
**Role:** Account Executive
**Experience:** 10+ years
**Skills:** Business Development, Sales, Capture Strategy, Account Management, AI/ML, Autonomy, SaaS, Aerospace Defense, Government Procurement, Competitive Analysis, CRM, Forecasting, Negotiation
**Posted:** 2026-05-26

> Owns the full sales lifecycle for Hivemind autonomy solutions across Japanese defense and government accounts, from opportunity shaping through close. The role requires 10–15+ years in complex technical sales or capture, defense acquisition expertise, and fluency in English and Japanese.

## Job Description

## Responsibilities
- Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts and territories, from pipeline generation through close.
- Develop and execute territory and capture strategies for priority pursuits, aligned with Shield AI’s long-term strategic plan.
- Identify, qualify, and shape new business opportunities through understanding of customer missions, budgets, and acquisition pathways.
- Build and maintain relationships with key decision-makers, program offices, and influencers across defense and government customers.
- Lead proposal development with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions.
- Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments.
- Partner with Product, Engineering, and Solutions teams to translate customer needs into technical and operational solutions.
- Manage deal progression, including qualification, deal strategy, forecasting accuracy, and CRM hygiene.
- Represent Shield AI at industry events, conferences, and customer engagements.
- Communicate pipeline status, risks, and key milestones to internal stakeholders and leadership.

## Measures of Success
- Generate and progress a strong pipeline within assigned accounts and territories.
- Execute capture strategies that result in qualified opportunities and wins.
- Improve deal velocity and win rates through disciplined qualification and positioning.
- Establish trusted relationships with key customer stakeholders and partners.
- Maintain consistent, accurate forecasting and high-quality CRM and pipeline hygiene.
- Contribute meaningfully to revenue growth across the APAC Hivemind business.

## Required Qualifications
- 10–15+ years of experience in business development, sales, or capture roles in technically complex domains such as AI/ML, autonomy, SaaS, aerospace/defense, or similar.
- Proven track record of owning and closing deals, particularly within Japanese government or defense markets.
- Deep understanding of defense acquisition processes and government procurement lifecycles.
- Strong experience developing and executing capture strategies for complex opportunities.
- Technical aptitude and ability to engage credibly with Engineering, Product, and Operations stakeholders.
- Excellent communication, negotiation, and stakeholder management skills.
- Self-motivated, results-oriented, and able to operate in a fast-paced environment.
- Bachelor’s degree required.
- Fluency in English and Japanese.

## Preferred Qualifications
- Experience selling autonomy, AI/ML, or unmanned systems.
- Prior military experience.
- Established relationships within defense, government, or aerospace customer sets.
- Experience working with large systems integrators and strategic partners.
- Ability to travel as needed for customer engagements and industry events.
- Active security clearance or eligibility to obtain one.
- MBA or equivalent graduate degree.

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